Sales Strategy Workshops
From the start of the sales process, salespeople who win consistently know how to control the competition, the internal politics, and the decision-making process rather than just letting things happen. Others either don’t think that it is important or don’t know how. One of the strengths that has always set TCS's selling process apart from others is our thought leadership and methodology in the areas of competitive and political sales strategy.
Many other consultative “Discover –Link- Present” sales processes traditionally focus on the solution strategy and ignore competition and politics where research shows that over 50% of forecasted deals are lost. With only one of these processes and strategies your reps will be taking a knife to a gunfight. It takes all four legs of the stool for a stable forecast.
The Complex Sale, Inc. Workshops:
The Complex Sale has developed a sales methodology uniquely designed for industries with complex selling processes. In our R.A.D.A.R.® - Strategic Opportunity Selling workshop, we'll teach you the processes and skills you need to initiate, control and win the opportunities you can't afford to lose.
The Best Practices Sales Cycle workshop uses a collaborative framework to help your sales management team develop a best practices sales cycle unique to your organization, solution, target market and value proposition.
In the R.A.D.A.R.® Lite workshop, salespeople learn how to uncover strategic pains in their accounts and effectively link their solutions to solving these pains. By learning to sell at the executive level, while presenting their solution at the tactical level, salespeople build more value in their solution and decrease the threat of commoditization and discounts.
T.otal E.nterprise A.ccount M.anagement® is a sales methodology and workshop that helps your organization build company-to-company relationships in strategic and global accounts, leading to improved customer satisfaction and repeat business.